This week’s interview is with my very good friend Dave Smith, AKA SuperDaveSmith.
Dave and I have had some really deep conversations about leadership, blogging, direct sales, life…you name it. He is head of a division of SendOutCards that is adding the tangible, heartfelt touch to the CRM’s that can too easily cause default to digital rather than people-talking-to-people relationships. Listen and learn.
- As people shift to digital systems – CRM’s – to manage their client relationships, they often try to turn all their relationships digital. This is a mistake.
- The top salesperson in any team is always the one with the best relationships, not the the one with the best digital system.
- The top salespeople use tools to execute their plan and their system. They don’t expect the tool to do the job for them.
- A well-designed CRM includes tangible touches (that little bit of Human Heart which makes things personal and real).
- A well-used CRM gives the seller/account manager critical information that can be used to deepen the personal relationship.
- When a CRM is over-used (i.e., when the fact that you are using it is apparent), it actually works against you.